Head of Sales (Financial Institutions) at Starsight Energy

Main Responsibilities:

Sales

• Member of EXCO providing input on FI sales and managing the FI sales team to ensure alignment with the overall company strategy
• Build and maintain key internal relationships with other stakeholders within the company to ensure collaboration and efficiency in executing the sales strategy
• Development and deployment of innovative sales strategies and procedures
• Develop and support a healthy opportunity pipeline for the FI sector leading to deal closure of significant opportunities.
• Generate sales and deliver on pre-agreed sales targets that meet or exceed company benchmarks for revenue and profitability.
• Enhance existing and new customer relationships to place Starsight as the preferred renewable energy partner.
• Collaborate with cross-functional teams to ensure projects are assessed and aligned with company return goals and delivered to client project expectations.
• Build/entrench C-suite client relationships and escalate client related matters in the proper manner to resolve.
• Drive the implementation of escalation negotiations with existing clients and associated resolutions and assist with clearing outstanding payments.
• Reporting on sales performance and pipeline against budget and reporting on variances in management reporting.
• Provide upfront market intelligence on key industry players and provide adaptation strategies.
• Spend significant time with clients and potential clients (face time)

Internal Procedures

• Lead the onboarding/KYC process for new customers in line with the relevant policies.
• Assess suitability and reputation of potential clients in line with company policy
• Find and develop key areas of improvement in the sales process.

Leadership:

• A key member of country management setting the proper example for the FI sales team.
• Provide leadership to the sales team on commercial, sales, and go to market strategy. 
• Manage, develop and upskill the FI sales team to deliver on agreed targets as needed.
• Lead and manage the sales team in areas including performance management, continual training & development and team morale.
• Provide strategic input to the business to ensure that the business strategy and the supporting functional strategies are well thought through, clearly articulated and regularly checked.
• Create a high-performance focused culture through personal leadership, teamwork and the development of individual accountability for performance.
• Foster open and positive culture where employee input is encouraged, and differences are resolved constructively.

Risk Management

• Identify and manage potential major risks, highlighting any potential concerns in an appropriate and prompt manner. For named risks, prioritize and ensure that a robust action plan, with monitoring, is put in place.

Qualifications & Competencies:

• Bachelor’s degree (BSc/BA) 
• MBA and other relevant certifications 
• At least 12 - 15 years’ relevant experience in sales and business development, with at least 7 years in the renewable energy sector.
• Experience leading a sales team
• Experience in the FI sector
• Exceptional understanding of the renewable energy marketplace, market dynamics and its’ legal and regulatory landscape.
• Possess extensive knowledge of sales principles and practices, and an ability to coach others.
• Strong analytical and quantitative skills; ability to use hard data and metrics to back up assumptions, recommendations, and drive actions.
• Proven ability to influence cross-functional teams. 
• Strength in problem solving, issue-resolution, ability to work in a deadline-driven work environment, attention to detail, and ability to multitask.
• Excellent team player with the ability to work with a team to meet the corporate objectives of the organization.
• Proficiency in the use of Ms Office tools and CRM software.